The reality of business-to-business (B2B) commerce is that purchasers seldom achieve a discount better than 5 percent more than they could have gained through negotiating in the old brick-and-mortar world. Many times the savings from B2B transactions are not even that good. This lack of savings from online trading helps explain the fact that purchasers have been slow coming to B2B and that most agreements they had with their traditional suppliers remain in place. Clearly B2B merchants will have to do better to wean buyers from their usual way of doing business.
Perils and Profits Line the B2B Path (April 2001)
Avasant's research and other publications are based on information from the best available sources and Avasant's independent assessment and analysis at the time of publication. Avasant takes no responsibility and assumes no liability for any error/omission or the accuracy of information contained in its research publications. Avasant does not endorse any provider, product or service described in its RadarView™ publications or any other research publications that it makes available to its users, and does not advise users to select only those providers recognized in these publications. Avasant disclaims all warranties, expressed or implied, including any warranties of merchantability or fitness for a particular purpose. None of the graphics, descriptions, research, excerpts, samples or any other content provided in the report(s) or any of its research publications may be reprinted, reproduced, redistributed or used for any external commercial purpose without prior permission from Avasant, LLC. All rights are reserved by Avasant, LLC.